The Best Coaches Excel at the 4 E'sPosted on 08/14/2014 in Sales Coaching
Expectations - The number one reason why people don’t do what a manager expects is due to confusion or lack of clarity about expectations. Clearly state the expectations and standards of performance. Discuss and explain with each person why and how these expectations are important.
Education - The best coaches are the best teachers. Once you have communicated your expectations, then it is only fair and reasonable to teach the person how to do a particular skill or task.
Encouragement - Improved performance is a combination of increased competence and confidence. Do not underestimate the motivational power of offering encouragement and praise.
Exampling - Nothing communicates more strongly than to lead by example. Your willingness and ability to demonstrate and model the skills and behaviors is a critical step.